1. Hosted Services.com Hosted Services.com Making The Enterprise “Mobile” Dave Dadds – Managing Director VanillaIP.com Chairman FCS VOIP Group d.dadds@vanillaip.com

2. Hosted Services.com part of DRD Communications Ltd Agenda The Landscape Networks Today Number & Applications Hosted Business IP Security and Disaster Recovery Billing and Provisioning Case Study Reseller Revenues – How the £’s Stack Up

3. Hosted Services.com part of DRD Communications Ltd The Landscape - Convergence Many services offered today by resellers Data - Voice – Mobile – Video – Professional Services Different client purchase models CAPEX – Traditional model with hardware based solutions OPEX - Typically used for service contracts, mobile and hosted contracts. Remote Working Home Worker Road Warrior – the original remote worker Effective Voice and Data services the real enabler !

4. Hosted Services.com part of DRD Communications Ltd Networks – Open or Closed ? Fixed Line TDM Network BT – NTL – C&W ISDN 30, ISDN 2 Semi Closed and Expensive Mobile (GSM) Hosted Networks Vodafone – Orange – 02 – T-Mobile – H3G Closed (no RTP allowed) and very Expensive FCS – lobbying Ofcom as part of the “Mobile Market Review” IP Networks ADSL, SDSL, LES IP Connectivity – anywhere, anytime, anyone Open and Cost Effective – Driven by innovation not Privilege

5. Hosted Services.com part of DRD Communications Ltd Numbers and Applications 18 Million PABX Extension in the UK today 2 million extension changed out each year 60 Million Mobile (GSM) Handset in the UK 2 Million number ports per year ??? FMC – Nokia new E Series has WiFi SIP Phone included Home/Remote working and more ? How many million who knows True IP networks open up the world – Anytime, Anywhere, Any Device Video Ready Typically today board and conference room applications Desk Top ?

6. Hosted Services.com part of DRD Communications Ltd Hosted Business IP Services includes – servers – E Mail – Voice – Mobile – Video etc Resellers focus on Sales, Customer Service, Less Technical ! System – supports 1000’s of customer (and possible 1000’s resellers) on the same core systems. Hardware and Connectivity (ADSL, Wifi, LES) - Independent Simple model – same whether client wants 1 or 1000 Access new markets – retail, government – large and small Hosted back office portal, provides Billing and Provisioning Self Service – Reseller – Reseller Clients “Sticky” recurring revenue model – 80% of revenue is recurring

7. Hosted Services.com part of DRD Communications Ltd True IP End to End Support Data, SIP (voice), H264 (video), T38 (fax), Voice Real Time – Data Near Real Time The Network – All Ways Work but “Keep It Simple”

8. Hosted Services.com part of DRD Communications Ltd Security & Disaster Recovery Public/private IP addresses dealt with by core SBC’s (session boarder controllers) DOS Attack Protection All handsets authenticated within the network every 60 seconds Automatic provisioning of handsets – password protected Credit Limits on Group and Users Phone Numbers now an “Application” Have connectivity, have service Properly designed and implements IP Voice Networks Deliver

9. Hosted Services.com part of DRD Communications Ltd Hosted Back Office No need to buy and maintain billing and Provisioning systems Reseller Branded – you own the customer Self Services - Full Reseller AND customer self service Manages all aspects of running a hosted business Packages and Services - 30 Day Contracts, you sell 12 month ? Allows you to add in your own 3 rd party services Real Time Provisioning Client invoicing – services – numbers – hardware and installation Devices fulfilment – use your own distributors WLR3 and ADSL (January 2009) fulfilment – 30 day contracts

10. Hosted Services.com part of DRD Communications Ltd Customer Options - Voice Rental (OPEX) or Pre Pay Purchase (CAPEX) Licences Rental 30 Day minimum contract period on any licence Pre Pay – 3, 5 or 7 year options – Discounted – Wrap into standard lease Customer can mix and match Hosted PABX and/or SIP Trunks ISDN circuits and PABX maintenance no longer required No island technology - Port all UK Phone Numbers Geo Graphic – 020-7xxx, 0161-xxx – most carriers BT, C&W

11. Hosted Services.com part of DRD Communications Ltd Partner/Customer Case Study £200 million turnover business 8 Regional offices, up to 100 project sites at any one time Video Conferencing 550 hosted users – start with 10 users 18 months ago ALL self services – never had a voice engineer on-site 100 plus WLR3 analogue lines, 50 Plus ADS through portal Single invoice covers all services and correct allocated

12. Hosted Services.com part of DRD Communications Ltd Revenues – How They Stack Up Typical Monthly revenue (ARPU) per user £18.00 per month Split 50/50 between service and call charges Typical CAPEX revenue per new user £110.00 Includes – handset – switch port – installation and training Revenues – based on 150 new users per month Year One Year Two Year Three Sales£432,000£864,000£1,296,000 Profit£198,000£216,000£ 324,000 + £100,000 ? ME Multiplier Effect (ME) Extra £2.00/user/Month - additional £100,000 Revenue/Profit Year 3

13. Hosted Services.com part of DRD Communications Ltd Thank You Contact Details Dave Dadds Managing Director d.dadds@vanillaip.co.uk One Number 020-8288-1231 FCS Info www.fcs.org.uk